There’s an old adage that children and animals can both smell fear. We think it is every bit as true for buyers. When you show […]
Weekly Tip: There is No “HOLD” Button for the Sales Pipeline
The world went crazy again- I feel like Han Solo in the Star Wars movie when he says, “I’m out of things for a little […]
Weekly Tip: A Work at Home Day
The newest CEO of Yahoo, Marissa Mayer, stopped the long time practice of employees working from home within a few months of joining the […]
Weekly Tip: Secret trust-breakers that are giving your competitors an advantage
Integrity in the world of business starts with just simply doing what you say you will do. If you have a good customer relationship, […]
Weekly Tip: Be the “Go To” for Best Practices
Every industry is seeking a voice of innovation and the platinum standard of best practices that will provide insights for gaining advantage. As gaining advantage […]
Weekly Tip: Are You Helping Your Buyer’s Professional Brand?
Making the Executive Sponsor a hero is one of the goals that we have as vendors, suppliers or partners. We know that if we do, […]
Weekly Tip: Is your opening line tired?
There are topics that are so tired to discuss when opening a conversation that they should be retired as starters. Let me give you my […]
Weekly Tip: Nothing Good Happens After Midnight
Nothing Good Happens After Midnight Your mama taught you this, and you probably were like me and you spent a lot of time out past midnight before you […]
Weekly Tip: Writing for Impact
You probably write proposals. You likely write quotes, and I know you write emails. If you think about it, you write a lot more than […]
Weekly Tip: How to Get Thrown Out of a Bar
It’s been my experience that this subject needs almost no training…if you have done it once, or even watched it happen, you know the formula. […]
Weekly Tip: Talking About Price, Made Easy
There is a baseline set of misconceptions about price in sales conversations that if left untreated, will diminish your effectiveness. Those misconceptions are: 1. Money […]
Weekly Tip: Playing Like You Have Nothing to Lose
Playing Like You Have Nothing to Lose “So, I figure, I’ve got nothing to lose, so I just tell the guy….” So many of the […]
